Strategic Planning

GO TO MARKET STRATEGY

North America and Regional Business Plans

Annual Business Plan

Quarterly Business Reviews (QBR)

Strategic business Reviews (SBR)

Strategic Plans: New Business, Expansion, Retention

SWOT Analysis 

Risk management and Contingency Planning

TERRITORY DEVELOPMENT

Channels: Direct, Broker, Consultants, Partners

Segments: SMB, Mid-Market, Enterprise

Territory Alignment: Geography, Segments, Channels

Data Mining

Prospecting and Lead Generation

Channel Partner Collaboration

COVERAGE

Regional

Segments

Verticals

MARKETING

Create and execute sales marketing strategy

Build GTM collateral 

Develop prospecting campaign messaging and materials

Resource Library

Content, Drop Materials

Social Media

PROSPECTING PLANS

Rolling 30-60-90: Campaigns, Schedule, Accountability

90 in 90: Cover 90% of accounts every 90 days

Upsell / Cross-Sell

Client Management / Referrals

National and Regional Events

SFDC DOCUMENTATION

Dashboards / Reports

BANTS 

Budget, Authority, Need, Timing, and Steps to Close

PATH TO CLOSE

Challenger Methodology / Story Brand

MEDDICC

Desires Outcomes – Miller Heiman

Sense of Urgency – Align and Drive Prospect on Timing and Goals

Buying Center – Manage to Organizational Buyers and Influencers

Establish Executive Sponsorship / Coach

CONTRACT NEGOTATIONS

Develop Negotiation Strategies

Identify Win Solutions

Negotiation of pricing and terms

Contact Lifecycle

Mitigate Risk

Collaborate with legal and finance teams

PREPARATION

Client Summary Sheet 

Win Themes, Pain Points, Goals

Targeted Presentations

Client Proposals, RFP’s

Internal Alignment 

Logistics

Driving Desired Outcomes

Prep, Debrief, and Follow Up

FORECASTING

Quarterly Kick Off – Visibility, Ownership, and Goals 

Weekly Team Pipeline Review 

Strategic Accounts Reviews 

SAR’s/BANTS

Evaluation of Opportunities Value, Probability, Timing, and Risk 

Close Plans

90 Day Landscape 

GAP Plan

3x to Quota

RECRUIT

Identify Top Talent

Key Characteristics: 

Learner, Process Oriented, Hunter, Time Management, Organized, Powerful Presence, Confidence, Driver, Collaborator, Articulate, Service Oriented

Experience: Leadership, SaaS, Human Capital Management, Technology, New Business Development, Account Management, Training, Developments, Selling to C-Suite

Interview Process: 

Recruiter Initial Screening and Ongoing Alignment

VP - Phone Screening, In Person Meeting, 90 Day Business Plan, Attainment Review, Scenario Discussion, Cultural Fit, Geography Knowledge, Networking Approach, Personal Network, Geography Alignment, Presentation and Demo Capabilities

Team - Phone Conversation with a Peer – Team and Cultural Fit

Executive – Phone or Video Conversation

ONGOING ASSESSMENT

Evaluate Performance, Attainment, Aptitude, Attitude, and Fit

Territory Coverage and Management

Training and Development

Motivation and Morale

Career Path

RETENTION 

Geography Alignment – Appropriate location to territory coverage

Equitable Territories

Build Company and Individual Brand, Enthusiasm

Weekly and Quarterly Team Meetings/Calls 

Celebrate wins, share best practices, team synergy, collaboration, morale, team building, and training

Foster Collaborative and Learning Environment

Remove Roadblocks and Minimize Frustrations 

Quarterly Meetings

Attainment, Opportunity Management, Training and Development, and Recognition

Develop SFDC Leaderboards - Friendly, Competitive, Incentives

Identify Individual Goals and Career Paths

Personalization - Family, Birthdays, Special Events, Activities, Interests, Accomplishments, etc.

Annual Kick Off Meetings

Bring Corporate to the Team - Messaging, Energy, Mission, Vision, and Values

Host Holiday Party: Awards and Celebration

NEW HIRE TRAINING AND DEVELOPMENT

Support Corporate Training, Processes and Procedures

New Hire Training – Foundational and Continuous Learning Programs

Deliver Team Specific Training Content – SME’s/ Best Practices / Industry Knowledge

Mentorship Program

1:1 Status Checks

ONGOING TRAINING AND DEVELOPMENT

Weekly, Quarterly Calls, Team and 1:1 Training Sessions

Develop and Deliver Team Specific Training Content

Quarterly Workshops:

Prospecting, Positioning, Presentations, Proposal Writing, Negotiations, Opportunity Management, Forecasting, etc. 

Streamline Processes, Best Practices, Minimize Redundancies 

Quarterly Readings: Selling the C-Suite, The Happiness Advantage, The OZ Principal, Mindset, How to Win Friends and Influence People, The 7 Habits of Highly Effective People, Good to Great, Drive, Power of Positive Leadership

TEAM (Similar to Retention)

Drive a Winning Culture Designed for Learners

Bring Corporate to Sales Organization Team – Messaging, Energy, Mission, Vision, and Values

Increase Production – Best Practices, Streamline Efficiencies, Decrease Redundancies, 

Eliminate Frustrations and Commute Challenges 

Weekly Team Meetings/Calls – Brag Reel, Celebrate Wins, Share Best Practices, Team Synergy, 

Collaboration, Morale, Team Building, and Training

Quarterly Meetings – Quota Attainment, Opportunity Management, Training and Development, 

and Recognition

Develop SFDC Leaderboards – Friendly, Competitive, Incentives

Identify Individual Goals and Career Paths

Personalization – Family, Birthdays, Special Events, Activities, Interests, Accomplishments, etc.

Annual Kick Off Meetings, Host Holiday Party – Awards and Celebration

CORPORATE

Bring corporate to the field

Establish positive relationships with multitude of business partners across company

Facilitate Colleague and Executive Leadership Communication, Collaboration and Engagement